Becoming more effective at answering
Just think; you are about to buy something of significant value, maybe £5000 or more. You are right at that moment when you are about to part with your hard earned cash… What are the natural, normal concerns you would have going around your head if not your stomach; list them here…
1.
2.
3.
4.
5.
Just think about your buying behaviour…
It is only natural for most of us to procrastinate when asked to make a decision involving even quite small amount of money. As a general rule, most people, including you, me and most of our prospects are hesitant to commit to purchasing a product or service until they have convinced themselves that
a. They need it
b. Are assured they are getting value for money
c. It will work for a reasonable period
d. There is some kind of back-up if things go wrong
e. That others I respect have already made a similar decision
f. Your friends / boss will think you made the right move
Research indicates a prospect will say no on average five times before they actually buy. As a
professional salesperson, it is important to remember that an objection is most often a genuine
expression of normal human concerns.
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